Making a great cup of tea has nothing to do with making a sales call, does it?
Drinking a great cup of tea has a lot to do with the daily enjoyment of life and like many things worth doing, it requires an appropriate set of tools, a process and it takes time to achieve the desired result. So does making a great sales call - doesn't it?
Today PwC published their global 2016 economic crime survey.
This is a comprehensive 56 page survey and will be of interest to senior executives in every company.
Cybercrime is sophisticated, organized and it can bring down your company.
Nobody is immune to the threats posed by organized cybercriminals, activists, terrorists, nation states and a variety of miscreants including your own employees.
Excerpt from article introducing report, "This year’s global economic crime survey points to the disquieting fact that too many organisations are leaving first response to their IT teams without adequate intervention or support from senior management and other key players. What’s more, the composition of these response teams is often fundamentally flawed, which ultimately affects the handling of breaches.
From our firm-wide work on digital strategy and execution with thousands of companies globally, we’ve identified practices that distinguish leaders in the digital age. Chief among these is a proactive stance when it comes to cybersecurity and privacy. This necessitates that everyone in the organisation – from the board and C-suite to middle management and hourly workers – sees it as their responsibility."
We, at Centrify believe in creating least privilege, least access policy as an immediate first step in reducing risk. Policy coupled with MFA across cloud, mobile and data center can eliminate the cause of the majority of malicious #cybercrime and #databreaches.
Ramping new hires quickly in a SaaS business is key to accelerating business growth.
In part 1 of this post I discussed the high cost of a slow ramp and the causes of the slow sales ramp problem. I shared some ideas on hiring better quality sales talent excerpted from Mark Roberge's new book, The Sales Acceleration Formula and discussed 21st. Century learning concepts.
In this post I will examine specific high value steps to accelerate sales competency, including;
Understanding how your customers buy.
Capturing your "Why Change" Story that everyone can tell.
The Whiteboard Storytelling Secret.
Making it Stick, Social Learning and Certification.
Brian Krebs is an investigative journalist and former Washington Post staff reporter, where he covered Internet security, technology policy, cybercrime and privacy issues for the newspaper and website.
His first book SPAM Nation chronicles the activities of two leading Russian figures of the Pharmaceutical SPAM racket, Igor Gusev and Victor Vrublevsky, who leaked detailed information about the other in an effort to destroy the other.
The following is my Icebreaker talk delivered at my maiden Toastmasters speech in June this year.I will comment on the value for salespeople in completing the 10 projects in Toastmasters "Competent Communicator" manual in another post.
Recently I met with a top sales enablement professional whom I'll call Bob, to exchange ideas.
During the meeting I was introduced to the concept of the Three Humped Camel. Bob wishes to remain nameless as he started a new job and does not wish the camel phenomena to be tied back his prior employer.
13% of Salespeople produce 87% of Revenue
I raised a question which prompted the discussion after reading
Mike Bosworth's recent book, "
What Great Salespeople Do". In it, Mike quotes a study of 1100 B2B companies by Greg Alexander of Sales Benchmark Index, which reveals that the old maxim of 20% of salespeople selling 80% of the business is no longer true.
According to Sales Benchmark Index, now 13% of salespeople are selling 87% of the business.
When I asked Bob to draw the quota distribution graph for his old firm, he drew something that looked like this.
This is obviously just a quick hand-drawn sketch from memory, but the point Bob was making is that the majority of the sales team were not making their numbers and were dispersed around 40% of quota achievement, with a smaller hump around 100% and another hump at around 150% of quota achievement.
This new 20 page eBook is a primer for entrepreneurs, executives and investors in early stage technology companies.
Sales and Marketing Alignment eBook
Salespeople are struggling to effectively engage buyers across the buying cycle from after they say hello. This eBook explores messaging alignment principles and uses a new content delivery platform to assist in the message capture and delivery process.
The Quick and the Dead
An inbound lead is as cold as a mother-in-law's kiss after 1 hour. Responsiveness is the new competitive advantage in selling. Download the WittyParrot eBook to learn how.